Sun Microsystems is in the process of a reorganisation designed to improve its internet related business efficiency.
As a result, the hardware supplier plans to integrate many of its divisions over the next few months to ensure better communication between them. It is also currently restructuring its services organisation to enable it to deal more quickly with the requirements of dot com companies, and to build more effective relationships with third parties.
By the end of the year, Sun also intends to have all of its customers' orders taken through its website, and the firm has set up a new cross-division channel council to look at how to sell products and services more efficiently.
The aim is to establish how it should compensate its own sales and services staff as sales methods change to become more services, rather than product, led. It is also looking at how it can encourage resellers to promote more services rather than simply shift boxes.
One initiative, currently being piloted in the UK, is the certification of service providers. This began six months ago with installation and education services, but the goal is to extend this over time to more esoteric offerings such as consultancy. The scheme is likely to be rolled out worldwide over the next couple of months.
Larry Hambly, Sun's president of enterprise services, said: "Resellers are key partners and integral to the way we do business. So we're bringing a lot of the organisation together under one umbrella at Sun over the next few months."
Sun is spending $300m to consolidate all of its internet related customer, partner and marketing programmes into a new initiative it is dubbing iForce. The banner will be used to cover any schemes, products or services that are aimed at companies wishing to do business over the internet.
"We're reinventing the service organisation at Sun around the internet paradigm and there's a behind-the-scenes restructuring going on to deliver on iForce," said Hambly.
As part of its attempt to take its own medicine, however, Paul Rochester, vice president and general manager of Sun's Professional Services division, said that the company intended to put all aspects of its business on the web.
"The 'webising' of what we do is a key part of our strategy - if you've designed an airplane, you've got to get in it yourself," he said.
As a result, the firm has already enabled 80 per cent of its corporate applications - except for its internal computer aided design packages and several others - to be accessed using a Java based web browser.
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